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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Sep 24, 2019

#161 - Common Mistakes in Sales

This week on the Catalyst Sale Podcast, Jody and Mike discuss three common mistakes in Sales. 

  1. We tend to focus on the solution instead of the customer problem
  2. We forget that the customer is the hero in their story
  3. We try to have one solution fit all challenges

Key Takeaways:

  • We forget that it’s all about the customer
  • We continue to miss on empathizing with the customer
  • We don’t take the time to design our interactions with the customer based on an understanding of how they go through the process
  • You don’t come in and save the day, you help out on their big adventure
  • Be a catalyst that helps them with their success
  • Make the buyer look like the hero
  • If you try to solve for each of them using the same lens, you are going to create some risk that is not necessary for the organization
  • Use the right tool for the right problem inside your organization and realize that there are different perspectives that are necessary in order to look at each of these problems

Show Links

Sun Tzu Quote 

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

Call to Action

How are you thinking about revenue operations inside your organizations and do you see the distinction between the customer decision-making process and your sales process? How are you overcoming those challenges?

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you